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🏔️ Mutual Action Plans and Deal Rooms

collaborate with buyers to close deals faster

Author

Vlad Oleksiienko
June 08, 2023

Hey there,

Welcome to the SaaS Hill, a weekly newsletter that tries to predict the future of SaaS.

Let's discuss Mutual Action Plans and Deal Rooms 📝.

⭐️️ Intro

B2B sales keep evolving and changing: remote, digital sales, AI, generative AI, product-led sales, conversation recording, no-code and automation, personalization are parts of these changes.

Mutual action plans and digital sales rooms also represent these changes.

Here is what we will discuss today:

  • 5 predictions about Mutual Action Plans

  • 13 products in this category

  • metrics of 9 products in this category

  • 2 trend charts

  • 4 experts to follow

  • 4 useful links

  • 2 related trend reports

🤔 Predictions

  1. B2B sales are becoming increasingly complex:

    1. According to Gartner, the typical buying group for a complex B2B solution involves 6-10 decision-makers.

    2. B2B buyers report that their last purchase was very complex or difficult.

    3. Research from Gong.io indicates that buyers are spending more time discussing pricing, and deals are taking longer to close.

    4. More and more buyers are self-educated and prefer to research new software on their own.

  2. As a result, we will see numerous ideas and lots of ways to overcome these challenges, as a result, we will see more and more sales tools. Mutual Action Plans and Deal Rooms are examples of such tools.

  3. Mutual Action Plans will help align the goals and activities of the buyer and seller.

  4. Mutual Action Plans will help address the new challenges of B2B sales, including purchase complexity, longer sales cycles, and larger buying committees, by providing:

    1. Clear roadmaps that visualize what, when, and how, helping to manage complexity.

    2. Clear expectations and accountability through checklists, next steps, and deadlines, facilitating the progress of deals through the pipeline.

    3. Alignment around goals, objectives, and expectations, allowing decision-makers to see the entire process.

    4. Digital collaboration approaches that enable both buyers and sellers to collaborate and discuss the next steps asynchronously.

  5. Mutual Action Plans can be utilized not only by sales teams but also by customer success, partnership, and account management departments.

🏢 Products

🤝 Mutual Action Plan Software

  1. Recapped > Collaborate with buyers to close deals faster

  2. Accord > Standardize winning business cases, account plans, multi-threading, and mutual plans

  3. trumpet > Get deals done quicker with collaborative microsites

  4. dock > Client-facing workspaces for sales, onboarding, and renewals

  5. Notch > Win and onboard b2b buyers faster

  6. Heybase > Close deals faster with digital sales rooms

  7. Flowla > Deliver a buyer experience that wins deals

  8. Prelay > Align people and process across your complex sales

  9. enable.us > Keep your deals on track with a mutual success plan

  10. Fluint > Create and sell with a committed champion for every deal in your pipeline

  11. dealpad > Plan a collaborative roadmap using Mutual Action Plans

  12. Aligned > Where sellers and buyers get the job done

  13. Arrows > The collaborative customer onboarding platform

🧩 Features in Products

  1. Outreach.io Mutual Action Plan > Build buyer trust, de-risk deals, and improve win rates

  2. GetAccept Mutual Action Plan > Set a collaborative success plan with your buyers

  3. BuyerAssist Success Plans > Deliver a great buying experience to win deals predictably and consistently

  4. DealHub DealRoom > Accelerate B2B sales by collaborating with buyers and stakeholders in a single digital location.

📝 Mutual Action Plan Templates

  1. Mutual Action Plan Pitch Template

  2. Mutual Action Plan ClickUp Template

🔢 Metrics

Metrics and Unit Economics of Products in this category:

Metrics

📈 Trend Chart

B2B buyers state that their latest purchase was complex. Source: Gartner

Deals are taking longer to close. Source: Gong.io

Deals are taking Longrt to Close, Source: Gonge

  1. Viktor Kessler > Co-Founder at Notch

  2. Rory Sadler > Co-founder & CEO @ trumpet

  3. Alper Yurder > Co-founder at Flowla

  4. Alex Kracov > CEO and Co-Founder at Dock

🔗 Useful Links

  1. The B2B Buying Journey by Gartner

  2. 100+ Metrics that Matter for Sales Enablement, Content Marketing and Value Selling

  3. Gong: 4 ways to close more deals in 2023

  4. The future of B2B sales is hybrid by McKinsey Insights

🤝 Related SaaS Trends

  1. 🏔️ New Generation CRMs > an old-new category that continues to grow

  2. 🏔️ Generative AI in B2B Sales > empowering B2B sales with AI

Thanks for reading. See you next time 👋

💡 Help me get better and suggest new ideas here
📈 Suggest new SaaS trend reports here
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